Training Objective
a. To coach an Agency Leaders to establish winning business planning and
direction for a period of not less than 6 months forward which meets
FY2015 Sales & Recruitment goal.
b. To guide an agency leader on how to realign agency strategic goals and
objectives by optimizing resources and guide decision-making to
accomplish priorities to improve productivity/outcomes.
c. To mentor Agency Leaders strategically invite ideas and stimulate
innovation to advance agency goals.
d. To guide Agency Leaders to prepare the new Strategic Plan by applying
information learned from the Winning Future of Agency Business.
Program.

Topics to be covered :
1. How to strategize & effectively create a WINNING SUCCESS CULTURE
SYSTEM
2. How to apply Blue Ocean Strategy in business as a Leader
3. How to penetrate higher market segment, big cases annual cases and
product mix
4. Importance of innovative, creative and strategic thinking Leader
5. How to Bring the BEST out of Your Unit Managers and agents
6. Intrinsic & Extrinsic Motivation for GEN – Y ( Recruitment)
7. Power of Hope & Belief
8. Practice the mind-set of everything is possible to achieve. : Achieve
targets even though it’s tough

At the end of the program, participants will be able:
a. To able to establish winning business planning and
direction for a period of not less than 6 months forward
which meets FY2015 Sales & Recruitment goal.
b. To execute the prepared new Strategic Plan
c. To strategically invite ideas and stimulate innovation to
advance agency business
d. To Bring the BEST out of Your Unit Managers and agents
e. To practice the mind-set of everything is possible to
achieve., Achieve targets even though it’s tough
f. To apply Blue Ocean Strategy in business as a Leader

FACILITATORS’ PROFILE
Mr NagarajanS, has a degree in Business Administration and
currently pursuing his Doctorate in Business Administration. He
has more than 15 years of working experience in Banking,
Insurance & Takaful Industry. He has started his career with the
banking industry as a Personal Financial Consultant (Wealth
Management, Maybank) and later ventured into training and
development, in the field of Insurance and Takaful.
During his tenure as a Personal Financial Consultant he has received many high achiever
awards and recognitions. He was a Senior Trainer and Head of Department in Etiqa, ING
and Syarikat Takaful Malaysia Berhad. He has conducted various sales, leadership,
management, business development, performance coaching, result transformation and
financial planning (conventional as well as shariah) trainings to Banking, Insurance and
Takaful Industry.
He is also a qualified Shariah Registered Financial Planner (Shariah RFP), Registered
Financial Planner (RFP), Chartered Investment Financial Practitioner (ChIFP), Certified
Financial Planner (CFP), Certified Professional Trainer, Certified Public Speaking and
Presentation Skill and Certified Registered Financial Planner Trainer (Conventional and
Shariah).

The
Majority
The
Minority
The
Few

Agency
Leader’s
Responsibility
Planning &
Strategy
Recruiting
& Selection
Training &
Supervising
Coaching &
Mentoring

 Evaluated by:
 Why
Leader’s Name: Evaluated by :
Leader’s Responsibility Rank
Planning & Strategy
Why :
Recruiting & Selection
Why :
Training & Supervising
Why :
Coaching & Mentoring
Why :
2 31 54
2 31 54
2 31 54
2 31 54
1=week, 2=poor, 3=average, 4=good and 5 = excellent (please shade)

0
1
2
3
4
5
6
Plan & Stra Recr& Sel Tra & Super Coaching &
Mentoring
Self
Buddy 1
Buddy 2
Buddy 3
Buddy 4

Supporting & Team Persuading & selling

Analytical Thinking Controlling & Leading

Ideal Agency Model Justification
1
2
3
4
5
6

Common Mistakes
1
2
3
4
5

Full Time Agent
Team work
Expect to succeed

 Being an over-rider not agency builder
 Never aim high
 Poor leadership
 Lack of will power to succeed
 Lack of passion

Everyone makes mistakes, but leaders are accountable to a much
higher standard for theirs. Avoid the following 7 common mistakes
made by leaders.
 Not providing feedback.
 Not being clear about your vision.
 Failing to understand true motivation
 Not playing to the strengths and weaknesses of your team.
 Lacking a goal structure.
 Being impersonal
 Trying to do everything yourself

TOP MISTAKES INSURANCE
AGENCIES MAKE WITH THEIR
MARKETING
 LACK OF A STRONG AND CONSISTENT BRAND
 NOT ENOUGH FOCUS ON DIGITAL
 STOP SELLING AND START EDUCATING
 CONTENT ISN'T UNIQUE
 PUT A FACE TO THE BRAND
 LEVERAGE SOCIAL MEDIA

Expect too much too soon
Lack of quality training/education
Focused on the wrong thing (money vs. people)

The Blue Ocean matrix can help you to redesign your
Agency Model and Agency Business to offer new value

The Blue Ocean matrix can help you to redesign your
Agency Model and Agency Business to offer new value

“Effective agency leader live in the present but
concentrate on the future” James L. Hayes

A strategy is a comprehensive action plan
that identifies long term direction and guides
resource utilization to accomplish
organization’s goal with sustainable
competitive advantage

Total
FYP/AFYP
Total
Agency
Manpower
Recruiting
Quality
Business
Total
Cases

Achievement, Success,
Income, Image, Lifestyle
FYP NEW AGENT EBProduction
Recruitment
Persistency
ACS SOURCE NB
Products, Services,
Training, Development, Coaching, Recognition, Rewards,
System, Support

1. Strategy
Business
Growth
Recruitment
&
Selection
Training
Objective
setting and
rewarding
Coaching
Market
Coverage
Planning &
Monitoring
Agents
Process & non
sales support
Structure &
Organization
Monitoring of
activity &
results
2. Manpower
Panning
3. Support
EXECUTION
Strategy
 Customer
segmentation
Unit
management
 Product
solution
Defining the
Key strategies
Key functions

PRODUCTION
KRA DURATION ACTION PLAN (WHAT)
TIME LINE
(WHEN)
ACTIVITY
(HOW)
PIC
(WHOM)
TARGET
(RESULT)
PRODUCTION
(FYP)
(APE)
(Business Mix RP
& SP)
(Business Mix TL
& IL)
(Productivity)
(Sales Activities)
(Product Focus)
(Market Focus)
July -
November
1
2
3
4
5

RECRUITMENT
KRA DURATION ACTION PLAN (WHAT)
TIME LINE
(WHEN)
ACTIVITY
(HOW)
PIC
(WHOM)
TARGET
(RESULT)
RECRUITME
NT
-SOURCE
-PROFILE
July -
November
1
2
3

PERSISTENCY
KRA DURATION ACTION PLAN (WHAT)
TIME LINE
(WHEN)
ACTIVITY
(HOW)
PIC
(WHOM)
TARGET
(RESULT)
PERSISTENC
Y
July -
November
1
2

AGENCY BUSINESS MANAGEMENT
KRA DURATION ACTION PLAN (WHAT)
TIME LINE
(WHEN)
ACTIVITY
(HOW)
PIC
(WHOM)
TARGET
(RESULT)
AGENCY
BUSINESS
MANAGEMEN
T
 Meeting
 Training
 Coaching
 Agency
Incentive
 Agency
Facilities
 Agency
support
July -
November
1
2
3
4
5

Leader’s Name :
My Winning Future for PRODUCTION
Month AFYP (RM)
July
August
September
October
November
My Winning Future for RECRUITMENT
Month Number of New Recruit
July
August
September
October
November
My Winning Future for PERSISTENCY
FY 2015
Signed by : Date :

Leaders’
Name
Production Recruitment Persistency Signature
1.
2.
3.
4.
5.
Total
Group Leader Name :

T
H
A
N
K
Y
O
U
Address
Talent Keys Sdn. Bhd.
No. B3-2-06, Solaris Dutamas,
No. 1, Jalan Dutamas 1
50480 Kuala Lumpur
Telephone Number
+6012-3212664
E-mail Address
info.my@talentkeys.net
www.talentkeys.net
Our presence